Best Practices in Selling SaaS Products

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Some key things to keep in mind while selling SaaS products

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Best Practices in Selling SaaS Products

  1. 1. © Copyright 2013 Valuehire, All Rights Reserved. by Abhishek Sharma BEST PRACTICES IN SELLING A SAAS PRODUCT © Copyright 2014 Valuehire, All Rights Reserved. by Dhruv Gupta
  2. 2.  The number and degree of expertise of a sales team for selling a Software as a Service (SaaS) product would depend on the domain, nature of the product, and market.  In order to become totally self-service (ultimate target of a SaaS product) you need to understand and hand-hold your customers till you have figured out the secret recipe of what works best.  SaaS is only a delivery mechanism – any Enterprise software would require selling and convincing. INTRODUCTION © Copyright 2014 Valuehire, All Rights Reserved.
  3. 3. SALES PROCESS © Copyright 2014 Valuehire, All Rights Reserved. Lead Generation Lead Qualification Demo Trial Customer Rejected Leads Reusable Leads Upsell
  4. 4.  Pricing  Be prepared with your own 3-year ROI and TCO calculations  Features and Usability  Compatibility – hardware and software  Ease of installation  Support and training BEST PRACTICE #1 – KNOW YOUR COMPETITION © Copyright 2014 Valuehire, All Rights Reserved.
  5. 5. Understand the nuances of your customer’s business and help your product development team map their business process correctly into your product. Speak their language:  Business pain areas  Reports that the management requires  Key metrics they need to capture  IT budgets and yearly spend - how you can help them reduce spending on Capex  Address data security concerns  Resources (time and money) spent on maintaining the IT infrastructure BEST PRACTICE #2 – KNOW YOUR CUSTOMERS © Copyright 2014 Valuehire, All Rights Reserved.
  6. 6. Advantages of SaaS What you can say Pay as you go “Only pay for what you use. If your needs grow, only then the bill would go up. In case business is slow you have an option of bringing down your bill.” Access from anywhere “You would be able to expand your business by managing „Work from Home‟ teams or handling multi- city operations.” Zero capex “Compared to Product X, we are not asking you for a huge upfront bill. And we handle all the IT needs.” Zero compatibility issues with OS or device “You can continue using your current infrastructure – be it Windows or Linux. We would not ask you to upgrade your RAM or Operating System.” BEST PRACTICE #3 – FOCUS ON BENEFITS © Copyright 2014 Valuehire, All Rights Reserved.
  7. 7. Understand the market and segment on the basis of:  Size  Nature of business within the same domain  Complexity of solution required  Business processes Targeting:  Choose and focus on 1 or 2 segments at a time  Create product versions (on the basis of features list), pricing plans, and sales pitch in order to address each segment BEST PRACTICE #4 – POSITIONING AND TARGETING © Copyright 2014 Valuehire, All Rights Reserved.
  8. 8. Sales team acts as the most important conduit of incoming feedback and current market knowledge  Track every feature request coming informally during discussions  Create a channel for feature or change requests from customers  Inform your potential customers once their requested features are in place  Learn to say ‘no’ - politely and convincingly of why you think this feature may not be required or doable Avoid your sales pitch around features, instead focus on benefits. BEST PRACTICE #5 – FEEDBACK MECHANISM © Copyright 2014 Valuehire, All Rights Reserved.
  9. 9.  Valuehire is an Enterprise SaaS product for recruitment automation.  We help Agency and Corporate recruiters do their work better, resulting in faster hires. www.valuehire.com © Copyright 2014 Valuehire, All Rights Reserved.

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